How do you negotiate virtually?

1 Choose the right platform

The first step to negotiate virtually is to choose the right platform for your communication. Depending on the situation, you may use video calls, phone calls, emails, or text messages. However, not all platforms are equal in terms of conveying your tone, body language, and emotions. Video calls are the most similar to face-to-face meetings, and they allow you to see and hear the other party's reactions. Phone calls are also good for having a personal conversation, but you may miss some visual cues. Emails and text messages are convenient and fast, but they can also be misinterpreted or ignored. Therefore, you should choose the platform that best suits your purpose, and avoid switching between them too often.

2 Prepare and practice

The second step to negotiate virtually is to prepare and practice your pitch, your questions, and your responses. You should research the market, the property, and the other party's needs and goals before you start the negotiation. You should also have a clear idea of your own expectations, your minimum and maximum offer, and your alternatives. Then, you should practice your delivery, your voice, and your body language. You can use a mirror, a recorder, or a friend to get feedback and improve your performance. You should also anticipate possible objections, questions, or concerns, and prepare how to address them.

3 Build rapport and trust

The third step to negotiate virtually is to build rapport and trust with the other party. This is especially important when you are not meeting in person, as you may have less opportunities to establish a connection and a rapport. You can build rapport and trust by using their name, showing interest in their situation, finding common ground, and giving compliments. You can also use humor, stories, and anecdotes to make the conversation more engaging and memorable. You should also be respectful, honest, and professional, and avoid being pushy, aggressive, or rude.

4 Listen and empathize

The fourth step to negotiate virtually is to listen and empathize with the other party. Listening is not just hearing what they say, but also understanding what they mean, what they feel, and what they want. You should use active listening skills, such as paraphrasing, summarizing, asking open-ended questions, and giving feedback. You should also empathize with their emotions, their challenges, and their motivations, and show that you care about their interests and outcomes. You should also avoid interrupting, arguing, or criticizing them, and instead focus on finding solutions and common ground.

5 Use persuasion techniques

The fifth step to negotiate virtually is to use persuasion techniques to influence the other party's decisions and actions. Persuasion is not manipulation, but rather a way of presenting your arguments, your evidence, and your benefits in a compelling and convincing way. You can use persuasion techniques such as framing, reciprocity, scarcity, social proof, and authority to make your offer more attractive and appealing. You can also use positive reinforcement, incentives, and concessions to encourage agreement and cooperation. You should also avoid using threats, ultimatums, or pressure, as they may backfire and damage the relationship.

6 Follow up and close

The sixth step to negotiate virtually is to follow up and close the deal. You should not leave the negotiation hanging or unresolved, as you may lose momentum, trust, or interest. You should summarize the main points, the agreements, and the next steps, and confirm them in writing. You should also thank the other party for their time, their cooperation, and their business, and express your satisfaction and enthusiasm. You should also keep in touch until the deal is finalized, and address any issues or concerns that may arise. You should also celebrate your success and ask for referrals or testimonials.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?